Every day, Imagine Communications is delivering billions of media moments all over the world — anywhere, anytime and on any device.  Imagine Communications delivers innovative, end-to-end media software and networking solutions to over 3,000 customers in more than 185 countries, including the top broadcast facilities and the most technologically advanced sports and live-event venues.

Why Imagine?

Imagine Communications offers a generous Medical, Dental, Vision and Life Insurance package and HSA and 401(k) options with company matching. We like to make sure all our employees are safe when travelling so we’ve got travel insurance covered too.  Employee Wellbeing is a priority for us, so all employees and their family have access to our EAP and Wellness programs, including LifeSpeak and Vitality. Volunteer in your community and we will pay for that too.

An individual contributor as well as a team member, reporting to the Vice President of Sales – Video America’s. The Sales Manager, Western Region Strategic Accounts will have responsibility for the sales of Imagine Communication’s Video Products, Services and Solutions to a set of Media & Entertainment accounts including OTT and streaming companies, primarily based in the Western United States region to grow wallet share and add new customers.

Responsibilities:

• Achieve specific annual and quarterly order and gross margin targets
• Maintain and grow recurring revenue including Support, Subscriptions & SaaS from existing and new accounts
• Develop pipeline value and quality combined with an increasing win rate year-over-year
• Own the entire sales cycle from opportunity identification, delivery of formal commercial proposals to final contract sign-off / deal closing, coordinating and drawing on assistance from Technical Pre-sales, Bid Management and other operational areas as required, including Finance & Legal
• Provide a highly strategic approach to account planning and opportunity development

• Build and maintain strategic executive level relationships as well as technical & economic buyer relationships via quarterly business reviews and strategic events
• Follow Imagine sales business processes, practices, and policies
• Maintain accurate account information and opportunity status in Salesforce on a daily basis

Requirements:

• Manage long, consultative sales cycles with multiple stakeholders
• Organize and lead cross-functional resources to develop solutions and proposals
• Demonstrate prospecting sales ability, with assertive, positive, and persistent style
• Demonstrate strong ability to negotiate, construct and navigate complex commercial agreements

• Understand Imagine’s portfolio of products, service and solutions from both a business & high-level technical standpoint, articulating value propositions and leveraging TCO analysis
• Understand and stay attune to business drivers and trends within the Media & Entertainment
• Establish and maintain great customer relations, with both internal and external customers
• Engage cross-functional resources including product and service teams to provide regular customer updates, gain strategic insight, and in turn represent the Voice of Customer and market trends internally

• Be aware of competitive solutions in use by prospective customers and build rationale for how Imagine can compete to enhance or replace them.
• Build a political and organizational hierarchy mapping for each prospect to include decision makers, influencers, champions, and budget holders.
• Participate in trade shows, client conferences, industry events, etc.

• MBA or equivalent
• Dynamic and self-motivated with outstanding presentation and customer-facing skills.
• Experience in selling complex solutions to large strategic and global accounts, ideally in the M & E industry, including Connected TV, OTT, FAST and video streaming companies
• Experience in selling media playout systems across the Media and Entertainment markets including emerging workflows for on premise and cloud-based content distribution
• Business and selling model experience for recurring revenue streams CARE, SaaS, subscriptions
• Ability to translate complex technical solutions into clear business value propositions for clients
• Understanding and experience with strategic sales methodologies
• Strong business acumen and capable of understanding various business models
• Based near the Greater Los Angeles area. Remote office, able to travel extensively in USA

Celebrating difference, together stronger

At Imagine Communications, we do not just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our customers, our employees, our products, and our communities.  We are committed to providing an environment of mutual respect. Imagine Communications is proud to be an equal opportunity workplace and is an affirmative action employer.